This course is designed to put new advisors to this field on the fast track to moving forward in the M&A world. Experienced advisors from the CPA, consulting, or investment banking community will gain serious insights to their own pursuits after going through the M&A processes with some of the nation's more seasoned middle market M&A pros.

Day 1—The Sales Side of M&A

• The M&A process and protocol
• Techniques used by sales side advisors and intermediaries
• The 12 steps of the M&A process
• Sales side Rules of 5 and 10
• Value vs. price considerations
• ROIs, cap and discount rates, and cash flows
• Survey of the Middle market M&A, players and drivers
• Finding buyers
• Classic M&A cycles and timing
• Differences between M&A Street Value and FMV
• The Balance Sheet and deliverable targets
• Preparing a business for sale

Day 2—Special Topics in M&A

• Valuation for private equity and venture capital deals
• Allocation of purchase price considerations
• Establishing and running an M&A practice
• Capital markets and types of financing (IPOs, PIPEs, bank debt)
• The psychology of clients (care handling and types)
• Current Trends in M&A
• Deal Points Studies—Saturday clauses in M&A deals
• Merger integration

Day 3—The Buy Side of M&A

• Engagement structure
• Steps and techniques used by buyers
• Buy side Rules of 5 and 10 and the Super Rule of 5
• Pre-deal strategic planning and “platform philosophy”
• The acquisition process
• Discount and capitalization rate determination
• Buyer types and motivations
• Sources and uses of deal financing techniques
• Buy side due diligence (lite)
• Structuring M&A deals (case studies)

Day 4 AM—Negotiation Principles and Techniques
In mergers and acquisitions transactions, the objective is to arrive at a convergence of points of view in which each party walks away feeling as though he/she received a fair agreement. This requires the dealmaker to fine-tune his/her negotiation skills to guide the parties toward such convergence. To that end, this session explores how fundamental negotiation principles and strategies are used in actual M&A transactions and compares and contrasts the techniques used on the sales side with those used on the buy side.

• Using the concepts and techniques
• Negotiation principles in action
• Strategies and tactics
• Sale-side negotiations
• Buy-side negotiations

Day 4 PM—M&A in Action

• Using the concepts and techniques
• Introduction of a case study
• Actual simulated M&A transaction between participant buyer and seller teams
• Bringing together theory and practical application

Day 5 AM—Tax and Legal

• M&A taxation and legal documents
• Potential risks of change in conditions
• Contingent liabilities

Day 5 PM—Mastering the Skills of Sales and Marketing
Efficiency in communications, branding, sales, and building a business: Whether you are launching a new M&A practice or looking for new ideas to become more effective in your approach to the market, this course is specifically designed with you in mind. This session encompasses fundamental principles and practical applications—tried of proven approaches and new ideas to help you grow your M&A business and further develop critical skills in sales and marketing in the investment banking arena.

• Sales vs. marketing—knowing the difference matters
• Why branding?
• Market segmentation and targeting your best prospects
• The best sales and marketing channels for M&A (tactics)
• Creating a strategic road map
• Prospecting and appointment setting—if not cold calls, then what?
• Winning engagements with great presentations and proper objection handling

This workshop is taught by experienced practitioners under the direction of Dennis J. Roberts, CPA/ABV, CVA, CMAP®, the chairman of the well known M&A investment bank, The McLean Group and author of An Insider's Guide to the Purchase and Sale of Middle Market Business Interests. Having acted as the investment banker advisor on numerous transactions over many years, he is also a seasoned business valuator having done such business valuations as the "Nixon Watergate Tapes." Charles C. Andrews, CBI, Greg Boucher, CBI, CMEA, CMAP, Enrique C. Brito, MBA, CFA, AVA, CM&A, CMAP, William E. Offutt, III, JD, CPA, CVA, Andrew Sherman, JD, CMAP and author of Mergers & Acquisitions: From A to Z, and Robert M. Stutz, II, AVA, ASA, CM&AA, CMAP, round out the highly qualified instruction team and Tammy A. Richards, AVA, CMAP, was instrumental in developing various aspects of course content.

Richard Jackim, JD, MBA and author of The $10 Trillion Opportunity-Designing Successful Exit Strategies for Middle Market Business Owners and Scott D. Miller, CPA/ABV, CVA, CMAP and author of The Advisor's Guide to Mergers, Acquisitions and Sales of Closely Held Businesses: Advanced Case Analysis are key MMIBA development and instruction team contributors to the Introduction to Mergers and Acquisitions webinar.

CPAs, merger and acquisition consultants, investment and financial analysts, investment bankers, financial officers, CEOs, and CFOs.

• March 14 – 19: Chicago, IL
• August 22-27: Boston, MA
• November 28 - December 3: Phoenix, AZ
• December 5 – 10: Ft. Lauderdale, FL

Click here for a list of hotel locations, room rates and reservation information.

Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests
There is an enormous middle market wealth transfer taking place and will continue over the next decade. Mergers and Acquisitions: A Guide to Selling Middle Market Businesses conveys the unique issues and circumstances of middle market mergers and acquisitions, companies valued between $5 million to $300 million. Real world anecdotes and vignettes are included. In addition, the book discusses accounting issues, valuation issues, legal issues, securities issues, due diligence issues, and M&A from a buying side point of view. Designed for use by consultants, investment bankers, owners, and management.
Click Here to Order

The CMAP certification is awarded by the Middle Market Investment Banking Association (MMIBA) and endorsed by NACVA. The prerequisite criteria, in addition to passing the exam (see below), for obtaining the Certified Merger and Acquisition Professional (CMAP) credential, include the following:

1. A four-year degree in business from an accredited college or university or, alternatively, a non-business undergraduate degree with one of the following (a) an MBA or other graduate degree in a business field, (b) a law degree, (c) two years of experience in M&A in which the applicant worked in a "principal investment banking role," or (d) four years of full-time M&A experience during which the applicant played a supporting role that involved valuation, accounting, due diligence, tax consulting, etc.
2. In addition to the above, candidates must hold a credential from a recognized institution demonstrating a higher level of training and accomplishment in a field of business, finance, accounting, economics, or business management.
   
   Credentials recognized include: Certified Valuation Analyst (CVA), Accredited Valuation Analyst (AVA), Certified Forensic Financial Analyst (CFFA), Accredited in Business Valuation (ABV), Accredited Senior Appraiser (ASA), Accredited Member of ASA (AM), Certified Business Appraiser (CBA), Chartered Financial Analyst (CFA), Certified Fraud Examiner (CFE), Certified Merger and Acquisition Advisor (CM&AA), Certified Management Accountant (CMA), Certified Public Accountant (CPA), Charter Accountant (CA), or other recognized accounting or financial credential subject to NACVA Headquarters approval.
   
   
3. Be a Practitioner, Academic, or Government member of NACVA and maintain active status (i.e., comply with recertification).
4. Provide one business client and two professional references.
5. Attend the five-day Mergers and Acquisitions Workshop sponsored by the Middle Market Investment Banking Association (recommended, but optional).
6. Pass a four-hour proctored CMAP Certification Exam which will consist of approximately 250 multiple-choice and true/ false questions. Individuals may challenge the exam, meaning the training is not a prerequisite to sit for the exam.

Thirty-six hours of CPE will be required every three years for re-certification, with at least one-half of the hours directly related to M&A, which includes business valuation, and the other half in areas tangential to M&A, which includes areas of finance, forensic accounting, negotiation, fraud consulting, and other fields where the designee can substantiate some relevance to M&A.

CMAP Recertification Requirement: Report 36 hours of CPE required every three years. One-half of the hours need to be directly related to M&A, which includes business valuation. The other half can be areas related to M&A, which includes areas of finance, forensic accounting, negotiation, fraud consulting and other fields that have relevance to M&A.

2011 Package Pricing
(Before early registration discounts.)	Non-Member	Member
Individual Days	$650	$585
Five Days of Training	$3,250	$2,925
CMAP Certification Exam	$395	$395
First-Year NACVA Membership
with Training and Exam	$300

For more information regarding refund, complaint, and/or program cancellation policies, please call our director of Member Services: (801) 486-0600.

Delivery Method	Group-Live
Program Level	Overview
Advanced Preparation	None
Prerequisites	None
Fields of Study	Marketing	4
	Specialized Knowledge and Applications	32
	Taxes	4
Total CPE Hours		40

For more information regarding CPE, Program Levels and Fields of Study please click here

The Consultants’ Training Institute (CTI) is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: http://www.learningmarket.org.